Role Identifier

Job Title

Senior Officer – Focus Products

Department

Retail Sales

Reporting to

Area Manager – Focus Products

Grade

Sales Officers/Senior Officer

Jobs Reporting Into

None

Location / Unit

PAN India

Role Description

Job Purpose The position is that of sales personnel who would primarily be responsible for driving sales of focus products for a given geographical area through implementation and execution of various initiatives by coordinating with a team to create, nurture and manage stakeholders through focus on lead conversion, penetration of new and core products, integration with other verticals and stakeholder management thereby, achieving overall business objectives

Primary Responsibilities

Business Responsibility Areas

(Please detail out at least 8-10 responsibility areas)

Key Performance Indicators

Business objectives

- Conceptualize and execute the field marketing activities around the identified focus products like Wood Finishes, Wallpapers etc. with a view to increase adoption and depth of these products in the market
- Measure and report the effectiveness of the activations carried out in the market through lead conversion ratio
- Collaborate with Retail, Project and Services in achieving overall unit level focus products targets
- Support the sale of focused products by arranging shop meets, implementing schemes and ensuring timely settlement of schemes for stakeholders

Retailing

- Develop and ensure availability and visibility of focused products point of sale elements across the identified set of dealers




- Design and conduct workshops for Colour Consultants about the focus products as per the defined schedule
- Adopt the contractors from the identified set of dealers and train them to generate site leads

Demand Generation

- Work closely with the identified set of stakeholders like Architects to generate market for focus products
- Coordinate with Project Sales team to provide in office support and assist in secondary sales

Contractor Management

- Maintain a comprehensive database of all contractors and applicators for focus products in the Region
- Maximize the participation of applicators in the defined loyalty programs and assign loyalty contractors to the identified top counters
- Ensure adoption of non-APL network contractors and conduct product sampling with an objective to covert to APL network

Market Intelligence

- Conduct product trials and building inferences on Asian Paints product strength vis-à-vis products in market
- Devise ways in which the product strengths can be communicated to the consumers and influencers

- Overall Value target of Focus Products
- Value target at product level
- Lead conversion ratio
- Compliance to Product trainings and Activations plan

Scope of Work a) Financial Scope (Range of financial spend):



As per Budget b) People Management Scope (Range of no. of Direct/ Indirect Reports):

Indirect - DSR in some locations c) Geography Coverage (Country-wide/ State-wide / Area-wide)

Based on the scope d) Corporate Coverage (Company-wide / Business Unit or Function-wide / Sub-function-wide / Other):

Decorative Business Unit / Central Functions

Key Interactions

Internal

Marketing, Research and Technology, Retail Sales, Project Sales, Services and Supply Chain

External

Applicators, Contractors, Dealers and Architects

Role Requirements / Specifications

Qualifications

Essential

- Graduate Degree in any stream (BA/B.Sc/B.Com/BBA/BBM/BMS)
- A minimum of 50% marks throughout education without any backlogs
- Graduation must be through a full time day course

Desired
- Candidates with MBA/PGDM in Sales and Marketing

Previous Experience

Desired

- Experience in any role in Sales and Marketing

Functional Competencies

- Product knowledge
- Analytical skills

Behavioral Competencies

- Verbal and written communication
- Decision making and problem solving
- Negotiation Skills
- Planning and result orientation

Additional Requirements

- Role involves visiting project sites which requires extensive travelling
- Role requires pan India mobility as it is transferrable in nature
- Proficiency with MS – Office, MS – Excel is mandatory

Document Details

Written By

Durga Prasad Dutta / Ankita Vig

Date

03.06.2017

Validated By

Amar Rajagopal

Date

09.06.2017

Approved By

Date

📌 SENIOR EXECUTIVE - FOCUS PRODUCTS (Vijayawada)
🏢 Asian Paints
📍 Vijayawada